Great leaders are inspirational. They stir our emotions. Their passion becomes our passion, their energy becomes our energy. They strive to become their very best, and they want the same for others.

Over the last few weeks, I’ve been talking about the behaviors that drive sales results and why sales leaders must become OBSESSED with those behaviors. Today’s obsession: Skill Development.

If there is but one sales leadership discipline that defines success, it would most certainly be the ability to hire great talent. The right person can help you launch your success to new heights, while the wrong person can almost single-handedly scuttle your hard work and effort. Is your hiring practice strategic, thorough and consistent?

How great do you want to be? How successful? How inventive? How happy? How meaningful? Let me put that another way: What in your life and your career is worth obsessing over?

Empathy is the ability to step into the shoes of another person, aiming to understand their feelings and perspectives, and to use that understanding to guide our actions. Empathy is not about feeling for someone; it’s about feeling with someone. It is feeling what another person feels. And, since leadership centers on delivering and creating action, it stands to reason that guiding our actions as leaders through a filter of empathy is not only the right way to treat our sales people, but also a more effective form of sales leadership.

Many sales people get so into connecting with their client, they’re at a loss as to how to bring the conversation back to business without losing the comfort and trust they’d just worked so hard to build. I’ve got a solution for that.

Objections can be tough for sales people. I get it. An important fact to remember is that if a buyer is discussing an objection with you, then it is not a deal breaker, it is a deal “pauser!” If a prospective buyer is still considering purchasing a home, then they are motivated to discuss objections with a sales person. The fact that customers bring up objections means they are, in fact, still in the market. And it’s your job to help them overcome.

Let’s face the facts…When you’re working for a builder, it’s really, REALLY hard to ask to spend their tightly budgeted dollars. Especially when it comes to attending a conference. What’s going to ultimately win their “yes” is proving that your attendance will positively affect the bottom line and add momentum to sales, profit and margin. With that in mind, I’m sharing 3 ways to convince your boss to send you to Sales Leadership Summit 2019. 

Have you been selling for a while? Yes? Then I’ve got to break some news to you. You probably have a chronic case of Assumption Syndrome. And to make matter worse, it is usually dually diagnosed with Guessing Disorder. Amy O’Connor discusses how to can self-diagnose yourself with these ailments and even better, how you can cure them!

Not all moments in the selling process are created equal. Some moments are more critical than others if we are going to effectively persuade our prospective buyers. There are three key moments that we must get right. Get these moments right and watch the sales coming steaming in.